456 - This Week in Sales - 02/10/2026

Right, we've got some posts to talk about.

Should we do that? We have, and the first one is one that you shared from Josue Vales.

Yeah, I'm not even going to try it.

Yeah, let's butcher your name.

Sorry, Joshu Velez.

His bio is add $15,000 to $30,000.

Is that monthly to your expo business? Bold claim.

All right, Joshu.

but it was about a book.

And, you know, we do the book review part of the podcast.

Me and you were obsessed with buying books about sales, slightly less obsessed, but still quite obsessed on reading them.

And then less obsessed again about doing stuff with him.

And he said in 1997, which caught my attention straight away, because that's the year I got my proper first with a salary sales job.

So it got my attention.

He says, Harry Beckwith wrote Selling the Invisible, which, Name of the book.

29 years later, it's still one of the best books I've read for anyone selling their expertise.

He goes on to say, here's six ideas that make selling a service a lot less confusing.

So obviously, this drew me in.

I've sold a service for 15 years, commissioned only now.

So there's a lot of detail on this post.

We'll put it in the socials for you to read.

I'm just going to go into the headlines a bit.

So he said, number one, if you're selling a service, you're selling a relationship.

I will give you a bit of the blurb actually.

So since you're selling something intangible, people can't touch it, smell it, try it out beforehand.

Right, we've got some posts to talk about.

Should we do that? We have, and the first one is one that you shared from Josue Vales.

Yeah, I'm not even going to try it.

Yeah, let's butcher your name.

Sorry, Joshu Velez.

His bio is add $15,000 to $30,000.

Is that monthly to your expo business? Bold claim.

All right, Joshu.

but it was about a book.

And, you know, we do the book review part of the podcast.

Me and you were obsessed with buying books about sales, slightly less obsessed, but still quite obsessed on reading them.

And then less obsessed again about doing stuff with him.

And he said in 1997, which caught my attention straight away, because that's the year I got my proper first with a salary sales job.

So it got my attention.

He says, Harry Beckwith wrote Selling the Invisible, which, Name of the book.

29 years later, it's still one of the best books I've read for anyone selling their expertise.

He goes on to say, here's six ideas that make selling a service a lot less confusing.

So obviously, this drew me in.

I've sold a service for 15 years, commissioned only now.

So there's a lot of detail on this post.

We'll put it in the socials for you to read.

I'm just going to go into the headlines a bit.

So he said, number one, if you're selling a service, you're selling a relationship.

I will give you a bit of the blurb actually.

So since you're selling something intangible, people can't touch it, smell it, try it out beforehand.